COMPARE · IN-HOUSE SDR
Dealog vs an in-house SDR.
Which fits your pipeline?
Both models create first sales conversations. They differ in what you pay for, who carries the risk when output drops, and how quickly you can start or stop.
Free 30-minute consultation ↗THE SHORT ANSWER
An in-house SDR is a fixed cost: salary, benefits, tools, data and management time continue whether or not meetings happen, and new hires need time to ramp up. With Dealog you pay per qualified meeting that actually takes place, with no setup fee or retainer. In-house teams win on long-term control and product depth; Dealog wins on speed to start, variable cost and testing new segments without hiring.
01 / SIDE BY SIDE
How the two models compare
| In-house SDR | Dealog | |
|---|---|---|
| What you pay for | Salary, benefits, tools, data and management time | Qualified meetings that actually take place |
| Cost when output drops | Stays the same | Falls with the number of qualified meetings |
| Time to start | Recruitment, onboarding and ramp-up | After ICP, criteria and contract are agreed |
| Turnover risk | Yours: rehiring and lost ramp-up | Dealog’s capacity to manage |
| Qualification standard | Set and enforced internally | Written criteria agreed before launch; at least 3 of 4 BANT |
| Product knowledge | Deep over time | Briefed per campaign; your team runs discovery |
| Best for | Long-term, high-volume motion with a stable ICP | Adding capacity, testing segments, lean or new teams |
02 / THE MATH
Compare cost per qualified attended meeting
A salary-to-fee comparison misses part of the cost. Divide everything you spend on prospecting in a period by the number of qualified meetings that actually took place. In Dealog’s report The Real Cost of a Qualified Meeting, the modelled cost of an in-house SDR in Jakarta is about Rp3.5 million per meeting at full quota and about Rp6.3 million at 50% attainment, and an SDR departure is modelled at about Rp38 million. These are scenarios from the report’s model, not market averages or quotes; replace the assumptions with your own numbers.
03 / WHEN IN-HOUSE WINS
When an in-house SDR is the better choice
- You need a steady, high volume of meetings for years with a stable ICP.
- Your product is technical enough that prospecting needs months of product training.
- You already have a sales development manager, playbooks and tools.
04 / WHEN DEALOG WINS
When paying per qualified meeting makes more sense
- You want pipeline now and cannot wait for hiring and ramp-up.
- You are testing a new segment, region or product before committing headcount.
- Your account executives are spending too much time prospecting instead of closing.
- You are an international company or a lean representative office in Indonesia.
Many teams combine both: an internal team for core accounts and Dealog for new segments.
FAQ
Frequently asked questions
Is Dealog cheaper than hiring an SDR?
It depends on your campaign and output. The structure is different: there is no salary, tools or ramp-up cost, and you pay only for qualified meetings that happen. Use your own cost per qualified attended meeting to compare.
Can Dealog work alongside our SDR team?
Yes. Exclusions and target segments are agreed so the two teams do not contact the same accounts.
Who owns the prospect relationship?
You do. Outreach is carried out in your company’s name and the meeting is handed to your sales team.
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